This class focuses on the challenges and critical issues associated with the creation and management of a B2B sales organization. The course focuses on three primary themes: 1) developing a foundational understanding of sales organizations and their parts 2) selecting and implementing the right Go-to-Market (GTM) strategy for a particular business, and 3) identifying and addressing common challenges that occur while scaling a GTM organization from inception to maturity. Note: cases and vignettes in this class are primarily drawn from the technology sector.
3 units · GSB Letter Graded
This class focuses on the challenges and critical issues associated with the creation and management of a B2B sales organization. The course focuses on three primary themes: 1) developing a foundational understanding of sales organizations and their parts 2) selecting and implementing the right Go-to-Market (GTM) strategy for a particular business, and 3) identifying and addressing common challenges that occur while scaling a GTM organization from inception to maturity. Note: cases and vignettes in this class are primarily drawn from the technology sector.
Offered in Winter 2027 at Stanford University.